2004 | OriginalPaper | Chapter
Sales Territory Alignment
Authors : Andris A. Zoltners, Prabhakant Sinha, Sally E. Lorimer
Published in: Sales Force Design For Strategic Advantage
Publisher: Palgrave Macmillan UK
Included in: Professional Book Archive
Activate our intelligent search to find suitable subject content or patents.
Select sections of text to find matching patents with Artificial Intelligence. powered by
Select sections of text to find additional relevant content using AI-assisted search. powered by
Sales territory alignment is strongly connected to sales force performance. For example, consider two sales territories from the Midwest region of a large company. The Chicago territory leads the region in sales and as a result, the salesperson earns high commissions. The salesperson works hard and seems to be always on the road visiting customers. Yet many prospective customers from the territory have never been contacted and some existing customers complain that they are not getting sufficient service. Sales to existing customers have remained almost flat and sales to new customers are low.